August 8, 2024 • 48 mins
Are you curious about how a global pandemic can transform a career?
Join Dave Panozzo on the Sales Playbook Podcast as he interviews his teammate, Dayana Henriquez, about her inspiring journey from corporate aspirations to becoming a successful real estate agent.
In the first episode, Dayana shares her experiences of studying for a real estate license during COVID-19 and purchasing her first home at just 20. Discover how Dayana overcame hesitations and societal expectations to make smart financial moves, like building equity and securing a low-interest rate. Learn about the pivotal moments that led her to embrace a rewarding career in real estate sales. Explore the importance of surrounding yourself with successful individuals to foster ambition and growth.
Dayana opens up about her decision to switch careers, driven by the potential earnings from real estate commissions, and the desire for greater personal satisfaction. Gain valuable insights and actionable advice on how to succeed in sales, including crucial strategies, preparation, and mindset. This podcast offers inspiration and guidance for sales professionals and anyone considering a career in real estate. Tune in to learn how to break into real estate and thrive in the sales industry.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:07):
Welcome to today's sales playbook podcast.
I'm Dave Penazzo, the host, andI have my dear friend Diana
here.
I'm so glad we were able topull this off.
Speaker 2 (00:20):
Yes, thank you for inviting me.
Speaker 1 (00:21):
And what's really crazy is I've been wanting to do
this.
Everyone's been telling me Imean, this is our first episode.
This is crazy, like I knowwe'll look back on this and
laugh, but everyone's beentelling me, dave, you got to do
a podcast.
Speaker 2 (00:37):
I think I was those people that told you that too.
Speaker 1 (00:39):
So you're sitting here and we're going to do some
talking, but I think it'simportant that, again, this is
about sales and sales hasdifferent meanings to everybody,
cause we've all heard it like,oh yeah, I was in sales.
No, you weren't in sales causeyou had a salary or you know,
(01:01):
they were like in some type ofcustomer service thing or
whatever the case, and I knowthere's going to be a lot of
people, probably a lot of realestate agents, hopefully
watching this right.
I want to dive into a littlebit about how did you get into
sales, because everyone getsinto sales.
They don't typically theirintent is to get into the sales,
(01:23):
it just sort of happens.
Yeah, so walk me through,because, because again, you've
been on the team.
Now it's it's going to be threeyears in December.
I remember when you were no, no, but.
But let's go back, let's goback in time, like where was
your mindset?
(01:44):
And let's let's paint thatpicture of where you were at
back in the day when you decidedI'm going to get my real estate
license.
Speaker 2 (01:53):
So, yeah, never had plans of ever getting into sales
.
I thought for the longest timethat I was literally going to be
a corporate girly and climb thecorporate ladder and one day be
something in the C-suite ofsomewhere.
So I was in grad school.
I was in grad school, going toschool I think I was a year in,
(02:13):
and then my sister, I think, wasat a point in her life where
she was like, hey, I want to dosomething different.
And she was like, hey, I'mgoing to get into real estate,
you should just do it with me.
And I'm the type of person thatI'm like if somebody's going to
do something with me, I'm downLike I'm doing it, I don't care
Right Buddy system.
Yeah, exactly Everything buddysystem.
So I was like, okay, um, yeah,I'll take the class with you.
Like I don't think it's goingto go anywhere, I'll just get my
(02:34):
license just to have it, andthen I'll figure out what I'm.
She had started taking itbefore me and then again I was
in school.
So I was like trying to manageschool, my job, and then now out
of the blue, hold on, let'sback up a little bit.
Speaker 1 (02:49):
How old were you when this we need to, we need to
frame this up, so peopleunderstand 20.
Okay.
Speaker 2 (02:57):
Yeah, I was, cause it's my first year of grad
school.
So yeah, I was 20.
I was 20 years old.
She said, hey, I don't want tokind of do whatever job I'm
doing right now, so let's trysomething different.
I said, okay, so we got theclass together and then she
started it.
I was kind of busy with schoolso I hadn't started it right
away.
And the thing with me is, onceI have a deadline, I am the type
(03:18):
of person that a month beforeI'm like finished, like I'm a
procrastinator On and on.
So literally I want to say shenever finished it, she decided
no no Cause she ended up gettingpregnant and having a kid, so
she yeah.
So she never finished it.
I ended up finishing my coursebecause I didn't want to lose
out on the money that I spent onthe course.
Speaker 1 (03:36):
Hold on.
Did you do the crash one or didyou do like the?
Speaker 2 (03:40):
I did.
It was online because it wasduring COVID, so all of it was
during COVID and it was online.
They gave me, I want to say,three or six months or something
like that yeah, arizona schoolof real estate, whatever that
website is, yeah.
So I went on there I think theygave me three or six months or
something like that, and I said,okay, I think I was down to
like month two, like I had twomonths left to finish this thing
, like pass the test and do thewhole deal, and I was like I
(04:03):
need to start on this now,otherwise I'm not spending money
to extend this course.
So yeah, I literally myselfcrash coursed it for like a
month, finished all my classesin a month, took the test,
passed it and then immediatelylike a week later I remember it
was like 5am before work day, itwas Friday I had to go to work
at eight I think that day.
(04:24):
At 5.00 AM, I went to go takethe state test, passed it, then
I went immediately to work andthen while I'm at work I'm like
doing all my paperwork to liketrying to get my license filed.
And then I got my license andin my mind I'm going I don't
know that I'll use this foranything.
My parents are pretty big onlike not big on real estate
investing, but they're big onlike hey you should own property
Because how many properties dothey have?
(04:47):
So when I started they had three.
They had a commercial lot andthey like rent out each lot
which brings them a prettydecent amount of income.
And then they have one housethat they rent out and then like
another home somewhere else.
But since then they've sold one, they've kept the commercial
one and then they're about tosell the second one to buy
another one.
Speaker 1 (05:03):
They've kept the commercial one and then they're
about to sell the second one tobuy another one.
And so you grew up watchinglike real estate at work for
your parents' own financial Like.
Did you ever look at that going?
Oh, I could be the one actuallydoing this selling?
Was that connection there?
Speaker 2 (05:20):
I think I was more so like when I you know as like
little Diana.
Hey, when I grow up I need tobuy houses to be like them.
Because I will say there was apoint when I was younger that I
think both my parents had losttheir jobs, like they both got
laid off and the only thingkeeping them going was the rent
that they were receiving from.
Speaker 1 (05:38):
That's huge.
So you saw that.
Speaker 2 (05:41):
Yeah, so they were receiving rent, they were paying
their mortgage and like all ofour bills.
And keep in mind, there's sixof us like sure kids like it's
not yeah inexpensive.
So yeah, there's six of us.
They were like maintaining allof us for a good period of time.
Speaker 1 (05:55):
Yeah, so you saw that leverage of what happens when
you invest yeah and because wealways hear the other stories of
like, yeah I, I remember when Iwas a kid, my parents lost
their job, whatever, and like wehad to go move into a one
bedroom studio or the horrificstories, but your parents were
able to keep you guys afloat.
Speaker 2 (06:17):
They kept going.
I remember and it's funny to mebecause sometimes people I
think look down on like hey, youknow you own a mobile home,
whatever right Sometimes, rightyeah.
Speaker 1 (06:27):
So yeah, people prejudge.
Speaker 2 (06:29):
Yeah, exactly.
So one of the properties thatmy parents owned was like this
mobile home, and I think thatwas the one that was like oh
shoot, like I didn't realizesomething that small of a
property.
You know, because when youthink typically like real estate
investing, you're thinkingcondos, townhomes, like single
family homes, right, Like nobodythinks, oh, I'm going to go
rent out this mobile home andthen figure it out, but no,
honestly, like that one and thesingle family home were probably
(06:51):
the reason why my parentsstayed afloat.
Speaker 1 (06:53):
How much was the?
What were they?
Do you remember what they wererenting?
Speaker 2 (06:57):
No, but I remember they were only paying.
Shoot I can't, I don't knowfive, 600 bucks.
Speaker 1 (07:02):
You know what?
Speaker 2 (07:03):
I mean Cause my, my dad had owned a property before
he married my mom and that Ithink he had paid.
I think I looked at tax records.
I think he paid like $50,000 onthat house.
And then the house that myparents still have, the one that
I grew up in.
They paid 181,000 for it.
I can't, Isn't?
Speaker 1 (07:20):
it crazy.
Now we can't even find a mobilehome for 150.
I mean, it's tough, okay, sohold on, let's back up a little
bit.
So you're in college.
Speaker 2 (07:31):
Yes.
Speaker 1 (07:32):
You are taking the real estate courses.
Yeah, you also have a part-timejob.
Speaker 2 (07:39):
Oh, full-time job, but yeah, full-time.
Speaker 1 (07:41):
Yeah, you're stacking the deck Like three things
goingtime.
Yeah, you're stacking the decklike three things going on.
Yeah, how, and at such a youngage?
Like, where did you learn howto balance all that?
Because, let's face it, somepeople can't even, you know, do
this Okay, let alone functioningat that level, doing three
(08:02):
major things.
I just you know, it's not likegoing to the grocery store and
talking to your friend on thephone Like where did that come
from?
Like how did you, how were youable to balance all that?
Speaker 2 (08:12):
I think I don't know when it started, but I've been
doing that.
I mean, you know my story butlike for those that don't, when
I was well, okay, I'll startwhen I was five years old.
When I was five years old, theytried to make me skip a grade,
like I was in kindergarten.
They were like she doesn'tbelong in kindergarten, we need
to move her to first grade.
And then my parents were likeabsolutely not, because her
(08:34):
brother's in first grade, wedon't want them there together.
So I was like, okay, like lethim not get bullied.
So anyway, so I went throughschool.
By time I got to about eighthgrade, I think that summer I
started taking summer classes.
So by the time I was a freshmanin high school, I was already
taking college courses.
So I was in it was freshmanyear of high school.
I was doing like my regularcourses and then after school
(08:56):
after like sports practice, thenI'd go to like my college
classes in the afternoon.
So I did that all throughouthigh school and I graduated high
school a year early.
So I think my whole like eversince I was like in eighth grade
, my day has just been packedLike.
I purposely like packed up myday, every single day, to the
point where, like I, wasexhausted every single day at
night.
And then I think, when I got tocollege because when I was in
(09:18):
college I remember I was incollege and I was working two
jobs, two full-time jobs,because I was like there's
nobody else that's going to paymy tuition- so.
I need to be able to do this, soI would go to college and I'd
do my two full-time jobs, andthen I finished college in three
years, instead of the four too,and then by the time I got to
grad school it was almost like Igot a break, because it was
(09:39):
only school and only work versuslike school.
Speaker 1 (09:40):
So you're like, oh, I'm working part-time.
Speaker 2 (09:41):
Yeah, I was like oh, I was like I have so much free
time, I don't know what to dowith my life, so I'm like
talking to everybody.
And then that's when I was like, oh, I need to figure out like
something to do.
Because I think, when I was ingrad school too, I think one of
the main reasons why I went anddecided to go get my real estate
license is I was taking anentrepreneurship course and they
were like, oh, not utilizing,yeah, like my skills of like
being able to come up withsolutions for like some other,
(10:08):
whatever right so something wasnipping at your heels, like back
then where you were like yeah,I think so.
and then because I had at onepoint I think I had my license
in the middle of that course,but it wasn't until I had my
license that I was really like,oh well, I have it now, Like I
have to do something with it.
Because before my mindset wasokay, I'm going to get my
(10:30):
license but it'll just be there,Like I'll maybe use it on my
parents here and there you know,if they need it for something.
But I didn't really ever feellike, oh, I need to like I can
apply this and actually makemoney, okay.
Speaker 1 (10:41):
So, so you get your license and I want people to
kind of understand because,again, you and I both know,
starting out in real estate, ifyou don't build the right
foundation and it's kind ofsketchy and a little off that's
going to catch up to you lateron down the road.
So I want to talk about, likewhen you first started out you
(11:05):
were with someone else likelet's break that piece down.
Not that we're gonna talk crap,but I'm just saying like, like
that, versus then transferringover when we join, like walk,
walk me through that piece.
Speaker 2 (11:20):
So my realtor was actually on your team.
That's when I had bought myhouse and that was like two
months before I'd gotten mylicense, or something like that.
Speaker 1 (11:31):
Okay.
Speaker 2 (11:32):
Yeah.
So I'd bought my house at like20 years old and then I remember
, for my 21st birthday, I waslike I gotta do something with
this license, Like I gotta.
I gotta go crazy.
Speaker 1 (11:40):
Now, let's not downplay that one piece and
we're not going to you bought ahouse at 20 years old.
Speaker 2 (11:45):
Yes, sir.
Speaker 1 (11:45):
Like that's the American dream, right there.
Speaker 2 (11:48):
Yeah, that's true, honestly so grateful, because I
think when I bought it likelooking back now and actually
being in the industry, now I'mlike when I was in it part of me
was like, oh, I shouldn't dothis, like I should just forget
it, like I'll just wait a coupleof years, like I'm too not that
I was too young, but I feltlike, oh, I'm ahead of everybody
else buying a house, so maybe Ican just chill out and wait a
(12:08):
couple of years and then I'llbuy one Right, like no, I'm so
glad, how glad are you?
Well, my interest rate's likedirt cheap too, so what's your
interest rate?
3.1, 3.125.
I know it's hard what?
Speaker 1 (12:20):
kind of now, because you made that move.
Okay, what kind of equity doyou have right now?
You think?
Speaker 2 (12:28):
I check it pretty frequently about $200,000.
Speaker 1 (12:31):
$200,000.
From that one decision you made$200,000.
Yeah, people don't realize how,like, sometimes we overthink
and we don't look at the bigpicture, and that's amazing.
I mean that's because thinkabout what you can do with that,
(12:53):
like you can.
You can leverage that.
You could buy another house,you could start another business
like or that's like emergencymoney that heaven forbid,
something crazy happens.
You can leverage that as welltoo.
Speaker 2 (13:07):
I will say, like my parents, like looking back at it
, my parents have always usedtheir equity and pulled it out
and bought another house.
Speaker 1 (13:13):
Yeah.
Speaker 2 (13:14):
Like and that's part of the reason, I'm sure, why
they've stayed afloat but like,if there's one thing that I
repeatedly say to like all of myfriends that right now aren't
owning homes, it's like listen,if anything were to happen to me
tomorrow, I'm putting a forsale, sign up on that house and
I'm good.
Like, all of my debt gets paidwith my student loans,
everything will get paid withthat house and I'll fresh start.
(13:38):
Now with your younger friends dothey look at you like you're
just a unicorn, like I thinkpart of them, my friends that
are my age, yes, and they thinkit's almost like not attainable,
which I think is the problemwith it, because when you're but
it's been like that my wholelife, like my younger siblings
and you know what, I mean,you've seen the playbook, though
.
Speaker 1 (13:54):
You have seen the playbook on how to create wealth
.
So it was like, yeah, this iswhat you do, where everyone else
is like maybe their parents,maybe they've always rented or
they've they've just they, they,they're stuck in that cycle to
where no one has taught themfinancially how to do things.
Speaker 2 (14:15):
Yeah, exactly yeah.
So I think, especially to myfriends that are about my age.
I think it's like, yeah, likeI'm the unicorn that like got
everything done and like is.
But I will say most of myfriends are older, so I think
now it's not, it's like common,common right.
It's like, oh, I have a house,okay, so do you?
You know what I mean, andactually some of my friends that
are older, I've helped them buytheir first house right, so
like that's kind of cool, butyeah.
Speaker 1 (14:34):
Okay, so going back didn't mean to go down that
little side alley there, but Ithink that's important that
people understand.
Like, like, when you aresurrounded by other movers and
shakers and people that aredoing things, look what happens,
you know, they always say youneed to be the one person in the
(14:56):
room if you're making the mostmoney.
Speaker 2 (14:58):
Yeah.
Speaker 1 (14:59):
In your friend group.
You need to change friendgroups.
You need to put yourself in asituation where you're making
the least amount and everyoneelse is up here, because what
happens is is that you will endup gravitating towards doing
bigger and better things.
So again, that's, that's supercool, Okay?
So let's go back Um so couplemonths.
(15:23):
You're, you bought the house,you're about to buy the house,
I'm about to buy the house.
And then let's get back intothat.
Speaker 2 (15:31):
Oh, I think okay, all right, let me think timeline.
Okay, I got into contact with arealtor and then I was like, on
this journey to buy the housethat didn't end up working out,
didn't end up purchasing a housethat time because I think
during this time it was likelike multiple offers and it went
crazy.
Anyways, eventually I ended upbuying a house.
Speaker 1 (15:48):
And she wasn't a closer either, but anyway,
Anyway, so, anyways.
Speaker 2 (15:53):
So then I ended up buying a house and I think my
like ticking point was I'malready doing these classes and
I'm like working this job, wherein my mind at the time I think
I was getting paid a little morethan what I should have been
paid, just because I was reallydoing like absolutely nothing,
right?
But in my mind I'm going okay.
I saw the settlement statement,I saw how much she got paid.
(16:15):
That realtor showed me twohomes in one day and it and it
wasn't even.
It wasn't.
I think what upset me the mostwas the fact that I negotiated
my own contract.
I was like, hey, put this inthere, put this, put this, put
this in this, because I'd lostout on so many homes.
I felt like I already knew whatthe heck I was doing.
Speaker 1 (16:30):
You were working the deal.
I was.
Speaker 2 (16:32):
So I was like hey, why doesn't this offer have X, y
, z, like I need going, okay, ifit looks dated and crappy and
like it sucks and I renovate it.
Speaker 1 (16:51):
That's like instant equity right.
Speaker 2 (16:52):
Absolutely, because it's priced right now at this
crappy condition.
You know what I mean.
So I chose a house like that,completely renovated it, and
then I saw what she got paid onthat settlement statement and I
was like what the?
I was like she got paid what?
For showing me two homes and Ihad to tell her what to put in
my own contract.
Like she didn't even tell mewhat to do.
(17:13):
So then at that point I waslike, yeah, I'm getting my
license.
Speaker 1 (17:15):
So then I bought the house and that's really when I
started, really motivatedbecause I saw the paycheck and I
was like this is like terrible,Right.
Speaker 2 (17:20):
So then after that, I think like three weeks later, I
got my license.
Wow, I got my license.
Like it motivated me so much Iwas like I don't care, I'm
getting my license.
I got it three weeks later,that agent that sold me the
house, she was thinking ofstarting a team and I was like,
okay, well, I don't, like, Idon't know what I'm going to do.
So, okay, Let me see kind ofwhat this is about.
(17:47):
I'm not going to do itfull-time anyways, because I'm
not going to.
At the time I was like I'm notgoing to leave my staple job,
I'm just going to do thispart-time, Right.
So I did that part-time.
Um, I sold a house to my cousinfirst, and then after that, I
think, somebody some connectionor some lead that she had, and
then I got my paycheck.
I got two paychecks in onemonth and I was like I'm
quitting my job.
I was like there's no.
I was like there's no way I'msitting here wasting my hours
like in my ability, 40 hours aweek sitting at an office job,
(18:13):
when I could just be outmanaging my own time and as long
as I learned how to manage it.
Well, I'll make enough money,Right?
So I'm like, okay, I think I'mgoing to do that.
So I was like talking to herabout it and I was like, hey,
you know, I think I want to dothis full time.
She at the time, I think if Ihad sold two in one month, she
had only sold one, which to mewas like wow which is like weird
, because I'm like well, you'resupposed to be the one teaching
me, so I don't know how thatworks but, anyways.
(18:34):
So then I was like talking toher about it and she was like no
, I think I'm going to go backto corporate.
So she ended up.
Speaker 1 (18:40):
Yeah, she ended up, she tapped out.
Speaker 2 (18:42):
She tapped out before I did so.
She ended up going back tocorporate.
But like in the midst of that Ihad reached back out to the
agent that was on your team andI was like, hey, like you don't
have to help me, I get it, I'mso sorry I didn't use you as an
agent, but like I really wouldjust like some tips or just like
anything you could tell me thatwould help me get started some
way somehow.
Right.
And then I think she was like,oh well, you know, come meet Kim
(19:06):
and Dave and then just just seewhat it's about, see what they
can offer you.
So I said OK.
So I think I met you and thenfrom there I think we did some
jumpstart program.
I think I was for like threemonths or something.
I remember I was freaked outbecause I was on leave for work
and I was like, oh, what am Igoing to do, you know?
Speaker 1 (19:22):
Right.
Speaker 2 (19:22):
But yeah, I think I ran my in the beginning that
sucked, like being so lost, Ifeel like, with her because
there was no sense of direction,like being under somebody that
didn't even know how to do itthemselves Right.
And then I think, when I got tothe team, a lot of my anxiety
came from the fact that like,okay, I'm in this jumpstart
program for a couple months, butam I going to be able to make
(19:43):
money Right?
Like just not having confidencein myself and I think yeah, but
you already sold two houses Ihad sold two houses.
So part of me was like, okay, Iknow how to do it, but it's just
doing it consistently.
Because, if not, I rememberwhen I got my license and I told
my parents I said hey, I'mgoing to do this full-time, like
I'm gonna quit my job, right?
I'm gonna do this full-time.
My dad was like okay, go ahead,like you you do.
(20:06):
You know what you, what you'regonna do, like you've always
done whatever you want to do.
Anyways, nobody can stop you.
I'm like okay, great, my mom waslike absolutely not really my
mom was like you need to keepyour job.
She's like you can do this onthe side.
You've always done multiplethings and I'm like, yeah, I'm
like get it, but I want to dothis full time.
Speaker 1 (20:24):
So, anyways, okay.
So let's back up there Againthe people who you surround
yourself, your friends, yourfamily and, as we're finding out
, if you're the only one insales and mom and dad are
blue-collar workers or justoffice workers and they're not
in sales like it's like twodifferent religions, okay, and
they're not in sales like it'slike two different religions,
okay.
If your dad would have said, no, you need to stay on a
(20:47):
consistent, a regular job tomake steady income, do you think
that would have swayed you ordo you think you would have?
Eh, you don't know what you'retalking about, dad, I'm doing it
anyway.
That one Okay.
Speaker 2 (20:58):
Because I've been like that my whole life, like
I'm going to do whatever I wantto do anyways, and I'll figure
it out.
Like, don't worry, god's got me, I'm going to figure this out.
Speaker 1 (21:05):
You know what I?
Speaker 2 (21:05):
mean, that's how I've always been, but my parents too
.
Interestingly enough, they hadtheir own business.
Speaker 1 (21:15):
Didn't go well.
Speaker 2 (21:16):
So they stopped running their own business and I
think that's part of the reasonwhy my mom was like like your
own business, taxes and all thisstuff, and I'm like, okay,
whatever.
Speaker 1 (21:23):
See, isn't it funny how people always give you
advice on on the things thatthey weren't good at, and it's
like I get it.
They're coming from a place ofconcern but it's like, okay, hey
, thanks, mom and dad, youtaught me some valuable lessons
on the pros and cons of what todo and not do.
And see, I don't think theyrealize that, cause I, I know my
(21:44):
kids are like all right, dad,we, we know you sucked at that,
I'm not, I'm not going down thatroad, but I do like some of
those other things.
Speaker 2 (21:54):
So, again, that that's just, it is what it is
yeah, yeah, it's justinteresting, but I don't know so
the.
Speaker 1 (21:59):
So now you're on the team so now you're on the team?
Speaker 2 (22:04):
yep, now I'm on the team.
Well, okay, so I was on jumpstart for about three months and
I think during this time I wasso annoying to you because I was
like, dave, am I gonna be ableto join this team?
Like, am I gonna be able tomake money?
I was so.
I was so stressed out I think Ihad ran my savings dry, like at
the very end of that, but Iknew in the back of my head like
, if I needed, my dad would helpme you know what what I mean
Like sure Didn't want to use it.
I've never been that type ofperson, but I was like, listen,
(22:26):
if it happens, it happens.
I think I ran my savings dry inthat first month that you were
like, hey, congratulations.
Like you're going to be on theteam, I was like, okay, I need
to.
Speaker 1 (22:45):
I need to work.
I'm like I need to up.
Yeah, cause you were.
You were still doing the littlepart-time gig and you were
doing jump.
So you were, you were doing,you were you're, you juggled the
ball there for a little while,right Didn't, weren't you
part-time?
Speaker 2 (22:52):
in it I was part-time , not part-time.
No, I had completely said I'mnot doing this anymore because I
need to dedicate most of mytime into learning what real
estate is, which is why I waslike I need to focus a hundred
percent of my time intojumpstart, cause if I don't do
this right in the beginning, inmy mind I'm going.
I'm never going to be able todo it right later.
Speaker 1 (23:09):
But remember you were going out to your car and
making phone calls.
Speaker 2 (23:13):
Yeah, cause I was still in school.
That was my part.
Speaker 1 (23:15):
That's what it was, that's right, you were, you were
, you're finishing up gradschool.
Okay, so share with people whatyou were doing.
Cause cause again, like to me,you you did whatever it took,
(23:35):
and I think what happens is isthat people start something new
and they put like this little 15, 20, 30% effort and then
they're like, oh, this is reallyhard, I'm going to back off and
I want to be comfortable.
Yeah, and so I want, I want ourlisteners and our audience to
know what it took for you to getramped up, because that's, we
(23:56):
don't see that a lot.
Speaker 2 (23:57):
Yeah, I again.
I think part of the reason wasthat, like I was using all of my
savings to go a hundred% intothis and like be into Jumpstart.
Speaker 1 (24:05):
You went all in Like you pushed the chips in and said
I'm good, bet it all on black.
Let's go.
Speaker 2 (24:12):
So I did that and then literally I think when I
got your message or whateverthat they were like hey,
congratulations, like you'regoing to be on the team
Immediately.
I think I got a list of likenames and numbers to call, right
, and I remember I would go toschool.
I think I had class at likenoon or something, so I'd like
go to our meetings in themorning immediately after I'd
rushed to class, because I hadto be there by a certain time
(24:33):
and then right after that I'mlike I literally just wasted
half of my day being in classand being in a meeting.
I don't have any other time tocall.
I'm not like these other peoplethat have like the mornings and
all of this time to callbecause I have school, like I
still have stuff to do.
So then I would sit in theparking lot and like the garage
of campus, like sitting therejust, and I think I'd make like
25, 30 calls in one sittinguntil somebody picked up or
(24:57):
until I had like a couple ofgood conversations to the point
where I felt like okay like Igot a little that might turn
into something.
Yeah, like that might turn intosomething.
I'm good I can go home now, youknow, and then I'll work on.
If I needed to work on that,I'll do that.
If not, I think the worst partfor me was, like, if I didn't
get somebody that I thought wasgoing to turn into something,
I'd like almost pair likeparanoia.
(25:18):
I'd be like, oh, do I do I haveto keep making calls?
Do I have to keep you know?
And I think it took me a longtime to realize, like, when you
make that, like if you're making50 calls a day, maybe it's just
a bad day, like maybe you gotto quit it and then start
tomorrow.
You know what I mean.
Speaker 1 (25:30):
Yeah, I mean again, we see this happen all the time
with with newer agents that getgone, or older agents that have
been around for a while, andthey get back in the swing of
things.
That's the hard work, yeah,okay, and that's when the
self-doubt starts creeping in.
You're like, oh my god, I'vemade 15, 20, 30 calls, no one's
(25:55):
answering.
Yeah, but then it's like, ifyou're doing that at 9 005 am,
the time matters.
Guess what People are at work.
They don't want to talk to you.
So talk about a little bit ofhow you kind of found these
different time zones, thatbecause you were playing around
(26:16):
with that for a while, for awhile, yeah.
Speaker 2 (26:19):
So I mean, I've never really been a morning person,
so most of my calls started offYou're not a morning person.
Speaker 1 (26:23):
No, definitely not.
All right, we'll talk aboutthat in the next episode.
Definitely not that.
Speaker 2 (26:28):
But anyway.
So I wasn't really a morningperson, but also I had like
class and stuff in the morning,so I would always start my calls
in the afternoon anyways.
And I think because of that Igot really lucky, because I
realized a lot of the timespicking up these phone calls
they were like oh, I'm so sorry,like I'm just getting off of
work, can I call you in 30minutes when I get home, right?
And then it's like mental noteOkay, who are the people I have
to call in 30 minutes to makesure they don't forget when they
(26:49):
get home to call?
Speaker 1 (26:49):
me.
Speaker 2 (26:50):
Right.
So when it started there, Ithink afterwards, once I stopped
going to school and I kind offreed up my mornings and stuff,
it was more like so I would trycalling people in the morning
realize that really wasn'tworking, because people were
literally going into work andthe people that were picking up
were either people on vacationthat were coming in or like
(27:13):
people that were retired.
Speaker 1 (27:14):
Right.
Speaker 2 (27:15):
So when I would call in the morning, I realized I
would text them afterwards LikeI'd call them.
They wouldn't pick up.
I text them, I said hey, youknow, I tried to reach you.
Is there a better time that Ican call?
Then I would get the messagesaying I'm so sorry, I'm at work
(27:39):
, can you?
Speaker 1 (27:39):
call me during lunch.
So then I listeners, okay, youwill hear experts in our
industry.
They're like oh, I time blockfrom 9.30 am to 11.30 am and see
, I've always been of the adageof it doesn't matter when,
because if you're lockingyourself into that time frame
(27:59):
now this isn't for everyone,okay.
But again, if you're lockingyourself in to nine, 30 to 1130,
and that's really not the likecall zone time that your people
are going to answer, you got tochange it up, like, and this is
the thing, well, I'm doing whatI was told.
No, you have to be creative.
(28:20):
This is a creative type ofenvironment that you just don't
check the boxes as you go.
One day it might work, the nextday it might not work, the next
day it might not work again,and then all of a sudden, boom,
it's like it works.
So I think that this is the partwhere salespeople get
(28:42):
frustrated because what worksone week doesn't work the next
week, and then they're scared totry something different because
of failure.
Like, how many times?
Like seriously and I knowyou've had failures kind of in
the dark, so to speak.
You know what I mean.
Like you're not one to likeI've never heard you come in and
(29:03):
be all like, oh, this sucks andthese leads suck, and I want,
but Like, let's talk about that,let's talk about these failures
that you've had, kind of in thedark, so to speak, like what
have you learned from some ofthat?
Speaker 2 (29:17):
I will say, I think, the way that I approach the
failures because I have heardthat from other agents on the
team saying that, like, oh, Idid call, I did everything that
you told me, but none of it'sworking and I'm like, well,
there's one common denominatorand it's not them, it's you.
Well, there's one commondenominator and it's not them,
it's you.
You know what I mean.
So, majority of the time whensomething isn't working, I'm
like, okay, it's something thatI did which is good and bad.
(29:40):
Good mentality to have, badmentality to have in some other
areas.
Speaker 1 (29:42):
Right.
Speaker 2 (29:43):
But I think, specifically for calls, because
I had that mentality that it'slike, okay, it's something that
I did.
Now I'm like analyzing okay,what did I do during this time?
What time did I call?
Was that I did?
Now I'm like analyzing okay,what did I do during this time?
What time did I call?
Was I in a good mood when I wascalling people?
Did I ask the right questions?
Did you know what I mean?
So then it's like looking atall of that and then going, okay
, I think the time that I calledwas fine because they picked up
right.
(30:03):
So I don't think it was that.
Now I'm like analyzing okay,well, did I eat before?
Because if not, then I wasprobably hangry and I probably
sounded terrible on the phone.
You know what I mean.
They're probably like who theheck is this?
Speaker 1 (30:14):
I don't want to talk to you.
Speaker 2 (30:15):
You're real exciting yeah exactly and then they're
like hanging up on me.
So I think I went through somany cycles and, again, making
calls on volume helps becausewhen you get through so many of
them, I feel like you get intheir responses of the questions
that you're going to ask.
So now you know what questionsto ask to get the responses that
you want Right.
Speaker 1 (30:34):
Agreed.
And again, the key word therevolume, repetition.
Michael Jordan did not go outto the basketball court and
shoot five free throws, makethree out of five and go.
You know what?
I think I'm good.
Yeah, those guys like you hearthe stories, Kobe and him, like
thousand basket, a thousand freethrows, like do you realize how
(30:58):
insane that sounds?
And then and then we were insales.
It's the same thing the moreshots you take, the more
practice runs, the better youget, so that when the real
client does come across yourpath or you have that first real
conversation, you're likeyou're in it, like you're the
(31:20):
well has been primed and you'reflowing good.
You know, it's funny how, likeyou said, hungry, tired, like
these are all things that comeinto play that people do not
realize.
I remember there's a coupletimes like I went out I don't
know a last minute showing and Iwas starving, it was hot out,
(31:45):
wasn't in a good mood.
Well, guess what, dave salesmandave did not show up.
It was the let me get throughthis.
I hope they say they want towrite an offer and move on, like
you.
What people don't realize is youcan't, you can't just kind of
get through sales.
So let's talk about that piece.
Like, like when you show up fora client, like what's your,
(32:08):
what's your mindset?
Like when you go to meet with aclient, it's not like you just
crawl out of bed and you likethrow a baseball hat on and hey,
here's the house.
Like what goes through yourmind right before you show a
home or go to a listingappointment, like do you have a
little psych-up routine?
Like do you listen to certainmusic?
Or, you know, is theresomething that you do to get you
(32:31):
in?
I'm in in now.
It's like operation sales modeBoom.
Speaker 2 (32:36):
I think part of me, I think it starts honestly that
day because if I know myschedule like I know I have
showings or I know I have alisting appointment or I know I
have something that I have to doI have to make sure I'm up like
two hours beforehand because Iknow when I'm tired I'm the
worst Like you will be upset atme if I am tired.
You know what I mean.
So I have to wake up two hoursbefore, make sure I'm all good,
(32:57):
at least two hours before, ofcourse.
Speaker 1 (32:58):
Do you have a gaming problem, Diana?
Speaker 2 (33:02):
Anyways, that's for a different video.
But yeah, I get up at least acouple hours before to make sure
like I'm not tired, I'm nothungry, and then, for listing
appointments specifically, Ihave to go through all of my
documents again, like everythingthat I feel like I'm going to
present on, and then, on top ofit, our listing book.
I have to go through the entirelisting book once before I feel
(33:25):
even comfortable getting in mycar to go, because if I don't
feel like I know what's in there, then I don't know what's going
to happen when I actually hitthe table and I have to explain
this Right.
So there's that.
I don't think I have like any.
I know some people have likesome weird not weird but like
people will run through theentire listing appointment
before they get to the listingappointment.
You know I'm not those type ofpeople, cause I feel like a lot
(33:46):
of the times appointments nevergo the way that you plan.
Speaker 1 (33:49):
Never.
Speaker 2 (33:50):
So I feel like my ability to wing things has
helped me so much which,honestly, improv, that improv
class that we did helped me alot, because I feel like when
you're able to kind of wingpeople asking you questions and
things like that, it just goesso much better.
Speaker 1 (34:05):
Well, let's be clear on that, okay?
So she's saying wing it.
That doesn't mean beingunprepared.
It means being able to wing thesituation.
You still know what the outcomeis going to potentially be.
However, sometimesconversations will go a thousand
(34:25):
different directions and it'sup to us to bring it back to
center, to keep our clients onpoint, because you could go off
talking about you know, auntCarol's baked bean dish for the
next two hours and you're like,you're on a listing appointment.
You got to like oh, that's anice crock pot and they go off
on a tangent.
You got to bring it back and beable to talk.
(34:47):
So that's what we're talkingabout when it comes to winging.
It is being able to keep theclient on point and having the
conversation with the client,versus, like you said, some
people think I got my listingpresentation.
You're not at a podium in theirhouse in the kitchen like
holding a speech, like apresidential speech.
It's this conversation with,this conversation with.
(35:14):
So how would you say, insteadof talking at the clients,
you're having theseconversations with the clients.
How have you been able to getbetter at that over time?
Speaker 2 (35:25):
I think honestly for me, especially in the beginning,
when I felt like I don't reallyknow what to talk to them about
, and then we started havingkind of these conversations of,
well, like what are you sayingto these people and are they
reacting more specifically,because it really is, I think,
all in the reaction of thesepeople.
So I think for me it was moreso just once.
(35:48):
I got in the mentality of likehey, these are honestly just my
friends, like they have to justbe my friends, because if
they're not my friends, I'm notgoing to give you like this
conversational piece of it andyou're not going to trust me.
Speaker 1 (36:02):
Right.
Speaker 2 (36:02):
So I think, cause a lot of people are afraid.
I've learned from other agentslike afraid to tell people like
the hard truths of, like whatthey're about to go through,
like, hey, it's not going to beeasy.
Hey, like this and that it'slike, this is what it is, and
I'm just here to tell you whatthat is.
You know what I mean.
Versus like like lying to them,in a sense, and telling them
it's all rainbows andbutterflies and it's not.
Speaker 1 (36:23):
Yeah.
Speaker 2 (36:23):
So I think I've gotten to the point where I'm
like the, the most honest personthat I can be for them, because
they are going to want agenuine person helping them out,
not somebody that they feellike isn't for them.
Speaker 1 (36:38):
So that's you basically being authentic.
And we hear this phrase a lotlike oh, fake it till you make
it.
I understand the saying, Iunderstand what it means, but
think about that in our industry, fake it till you make it.
So what you're going to fakebeing a salesperson, that's not
(37:00):
being true to you and I knowthat you, especially early on,
remember like some of youroutfits you'd come in you're
like I'm out showing today, I,today, I'm like, there you go.
That's you being you versussome stuffy, you know,
salesperson, all prim and proper, like people want to work with
(37:20):
other people, not a salesperson,you know, so to speak.
Speaker 2 (37:26):
I think too when did you?
Speaker 1 (37:28):
when did you get comfortable with that?
Did it take you a minute?
Speaker 2 (37:31):
I think it took me a minute only because I remember
in the beginning I was soconcerned about my age.
I was like I am so young.
These people are gonna think ofteenagers, like trying to sell
them a house like this is somepyramid scheme like right, like
it's not gonna go well.
But yeah, I was like soconcerned, I think after I got
through a couple clients I waslike nobody cares, like nobody
cares what I'm wearing, nobodycares.
(37:52):
After a while too, I think theway I got into the habit of like
thinking like it's fine, Icould just wear, yes, be like
modest, you know, don't don't gocrazy, but like it doesn't, I
don't know, like I don't have tobe in business attire every
single day when I go you knowwhat I mean.
So I think when I went andstarted showing homes, I noticed
like these people, like my, Inoticed like these people, like
(38:13):
my clients right, like thesepeople are wearing whatever the
heck that they want.
So why do I have to dress up?
If you're going to dress likethat, you know what I mean.
To like this pretty importantappointment of like the rest of
your life.
You're going to spend yourhouse in here.
You know Like you're dressedlike that.
So I think I got morecomfortable.
But also, first impressions arevery important, so I never do
it on the first day.
Like the first day I am alwaysvery like, I feel like more
(38:33):
dressed up than usual.
Sure, it isn't until I get toknow them that I start like
toning it down a little bit.
Speaker 1 (38:38):
Cause I remember when you got your Tesla you're like
that made you feel better.
Speaker 2 (38:43):
I was like remember, remember.
You're like now.
Speaker 1 (38:46):
I'm a real realtor.
I'm showing up in a Tessie.
You know it's like.
I remember when that.
Speaker 2 (38:52):
Now 90% of Arizonians have, because how?
Speaker 1 (38:55):
many times has someone seriously?
How many times in your careerof being a realtor have they
asked you, diana, how old areyou?
Speaker 2 (39:06):
I've never gotten the question like the first, like
if I'm meeting people first fivetimes, never, it only ever
comes up like later, like almostlike to the point where I'm
handing you your keys and thenthey're like hey, you know, I
was kind of curious this entiretime, like, but like, how old
are you?
And then I'm like well, how olddo you think I?
You know what I mean.
Like then I started askingthose questions.
Speaker 1 (39:24):
Isn't that amazing?
Yeah, that's because you madefeel comfortable.
But in the back of their headthey're still going like who is
this chick?
Are you like some BenjaminButton?
Like, are you reversing?
Like what's going?
Speaker 2 (39:37):
on here.
Yeah, I've never had anybodylike be, and even when they do
find out my age, I've never hadanybody be like.
Speaker 1 (39:44):
Deals off.
Speaker 2 (39:45):
Yeah, like oh my gosh , I can't believe I let somebody
that young like it's never beenlike that.
Speaker 1 (39:49):
So that's cool.
Speaker 2 (39:50):
Yeah, all right.
Speaker 1 (39:51):
One more thing.
Let's talk about yourstructuring of your days, your
weeks, your because I know thatyou like to, I know you're a jet
setter and I know you likeplanning in advance.
How much has the planner helpedyou?
Speaker 2 (40:10):
I think it's helped me a ton, in the sense of I
think honestly, though, no, it'shelped me a lot.
Speaker 1 (40:20):
Seriously, because we talked about this and I put
together this a while ago andexperimented with you guys
Because this is the best of thebest of what I used to do when I
first got started and I wantedto see if it was duplicatable.
And I remember you're like Dave, like I love this.
Speaker 2 (40:40):
yeah, I remember when it first came out, I was like
did you literally read my mind?
Because it's like exact,because I remember I was asking
you for a planner for a reallylong time right and then finally
we got one.
No, honestly, I think it helpslot, especially the first page
for me, specifically because itasks you, like, what's your goal
?
Because I'm a very like resultoriented person, like I need to
know where I need to go and likeeverything in between I'll
(41:03):
figure it out, but I need toreach that.
Speaker 1 (41:04):
Right.
Speaker 2 (41:05):
So I think for me, seeing this front page every
single morning, like when I openit, I'm like okay, like this is
why I have to work on thethings that I wrote down today,
because if not I'm not going toreach that, you know.
So then everything again,because I'm so like results
oriented everything that I writein here, I really tried to have
like a result from it.
Like, even if I make, if I havemy phone calls cause I
(41:28):
typically put like my hot listand my follow-ups, like those
are the phone calls that I'mmaking for the day If none of
them pick up, then I have tofigure out somewhere, like in
this planner, what am I going tobe doing here that's productive
, like, and if none of it iswork related, then what in my
personal life here is going tobe productive for the day?
Because I don't.
I think my worst fear is likelosing a day of like I'm doing
(41:50):
absolutely nothing and beinglike a couch potato, like I
can't do it.
I have to like at least go workout.
At least you know what I meanLike do a lot of these things.
I mean have you?
Speaker 1 (41:58):
found and again, like Kim and I have been doing this
for years.
But it's like we put everythingon the calendar and I think
sometimes people like everything, like everything because then
you don't get decision fatigue,because when you leave that
stuff lingering up in your head,oh, do I need to do this
tomorrow?
Or oh, do I need to?
(42:18):
That's taking up bandwidth,like you need to be able to
function at a super high level,and if you're, you know, oh, did
I put the garbage can out?
Like, put it in the calendar,for God's sake.
Speaker 2 (42:29):
I think for me, because I struggled with
decision fatigue like so muchbefore, to the point where I was
like I don't even know what.
Speaker 1 (42:34):
I'm doing.
I remember you would literallylike.
You got choked out.
Speaker 2 (42:37):
I literally have anxiety attacks because I didn't
know what the heck I was doingevery single day.
So I think, once I had this, ofcourse you're going to have
periods of time where I feellike you have your gaps.
Times are what I like, almostlike, in a sense, like I'm
searching for that time in here.
So if I have my entire dayfilled with like appointments,
that's really really good.
(42:58):
So the less free time I havethroughout like the morning and
the afternoon, I feel like is awin, like, oh, I'm like, oh, I
like booked myself so well thatI have only this amount of time
that I can really like mess withRight.
I feel like for me, too, havingmy schedule when I have only
this amount of time that I canreally like mess with Right,
yeah, I feel like for me, too,having my schedule when I have
those gaps of like okay, I don'thave an appointment here, I
(43:20):
don't have to make my callsduring this time, I don't have
to do something like very urgent.
There is the times that I sneakin, like going to the gym or
like reading a book or likehaving like my downtime of like.
Speaker 1 (43:31):
You know that happens like two in the morning, and
that's not even on this.
So do you want me to do a 24hour?
No, let's not do that.
I'm trying to get away from it.
Speaker 2 (43:41):
But, yeah, no, honestly, I think I searched for
like that time where I'm like,okay, I was able to do all of
the things that I wanted to dowork-wise, like I was able to
schedule everything that Iwanted to, and all of those are
great, and now I have.
Even though I was able to doeverything, I still have time
for myself, cause I think for me, a lot of the times, it's like
I'm I'm always trying to figureout okay, how can I have a life
(44:02):
and then like be all about work,cause I feel like for me, I'm
like 80% work, 20% life, like,if it comes down to it, that's
what it is, you know.
But it's like I'm still tryingto make sure like the people in
my life like that are importantto me, understand that they're
important to me, and like I'mstill building and like
cultivating those relationshipsand not just like completely
ignoring people and like, hey,I'm just, I'm busy working, like
you should understand, becausethey won't.
Speaker 1 (44:24):
Yeah, you have to sometimes explain that because
people don't they, theyliterally don't understand.
When you're at dinner and it'slike, oh my God, this, that's
the one that I need to talk to,and you dip out like they.
They don't understand thatbecause they're working a
regular job which the phonestops ringing at 5 PM Exactly.
Speaker 2 (44:43):
Yeah.
So I think during those timeperiods, or even like kind of
like how you and Kim literallyplan out date nights like I have
to do that for my friends Likehey, we have to meet, like if
we're meeting tomorrow, it hasto be tomorrow at this time,
like I can't and I can't be aminute late because it's going
to mess with like everythingelse that I already have planned
Right, so that in terms of likescheduling, that's helped.
Again, today's goals, like Isaid, very goal oriented, at
(45:06):
least for me and then really thedaily tracker, cause I know we
did something before that waslike you log in every single day
and you put how many calls youmade and you put to me that's
like a really good indicator IfI'm like getting, if I'm not, if
I have not reached my goalalready.
It's a good indicator of whereI'm going.
Speaker 1 (45:22):
Well, and it's a way to self hold yourself
accountable, because again wehave to look in the mirror at
the end of the day and go did wego all in or could we have done
a little more, or did we suck?
And unfortunately, you know,we're not in a position to where
we're in an office, wherethere's a manager sitting over
you going Diana, your productionwas low today.
(45:43):
What's your problem?
We have to do that ourselves assalespeople, entrepreneurs,
business owners, and wesometimes lie to ourselves
ourselves, you know, and andsometimes we have to tell
ourself the truth, like, hey, Iwas a little light on the calls
today, but tomorrow I'm gonnamake up for that yeah, well, to
me it's like really for this, ifI look at it and I go okay,
(46:08):
sure, if I only made, if I wasonly able to make five calls
today, did I get one undercontract?
Speaker 2 (46:12):
right, right, like, that's, like that I feel like is
justifiable.
When it's hey, I didn't getanything under contract and I
didn't set any appointments andI didn't do anything and I only
made five calls, like what theheck am I doing?
Yeah, like, okay, like I'mlooking back at it, like all
right, like.
Speaker 1 (46:29):
Well, again, these are the things that we do as
salespeople, and I know for ouraudience that, whether you're a
brand new agent or an agentthat's been out there a while
and you really haven't got thisthing figured out, these are
some life lessons here Diana'sliving, breathing proof that it
(46:58):
takes focus.
You have to be goal orientedand you have to hold yourself
accountable, and I want to thankyou for coming out.
This is the first ever podcast.
Like the balloon should dropout of the sky.
Maybe, that'll be on thehundredth one.
I'll have you come back on the100th one, but again, Diana, I
want to thank you for being ontoday's show.
Thank you so much.
Thank you.
(47:18):
And for those out there thatare going hey, what's this
planner all about?
Shoot me a DM with the wordplanner and maybe I'll do
something special for you.
I'm working out on a promotionright now where all you have to
do is just pay shipping costs.
I'll send you the planner forfree, but shoot it in the DM or
(47:40):
comment below planner and I'llreach back out to you and, as
always, make it a great day.
This is the Sales PlaybookPodcast.
I'm Dave Panazzo.
We're going to talk about sales.
Sales is something that is verynear and dear to me.
I got into sales in 1993.
(48:02):
And since then I have learnedso much over the years, and
sales is something that is aunique, unique trade that a lot
of people don't know about.
Sales is all ages.
As long as you can walk andtalk, you can always do sales.
Whether you're young, whetheryou're old, it doesn't matter,
(48:23):
Even if you're just starting out.
Sales is something that makesthe world go around.
There is no ceiling on how muchmoney you can make in sales and
I want to unlock that on thispodcast.
So stay tuned.
Welcome to today's sales playbook podcast.
I'm Dave Penazzo, the host, andI have my dear friend Diana
here.
I'm so glad we were able topull this off.
Speaker 2 (00:20):
Yes, thank you for inviting me.
Speaker 1 (00:21):
And what's really crazy is I've been wanting to do
this.
Everyone's been telling me Imean, this is our first episode.
This is crazy, like I knowwe'll look back on this and
laugh, but everyone's beentelling me, dave, you got to do
a podcast.
Speaker 2 (00:37):
I think I was those people that told you that too.
Speaker 1 (00:39):
So you're sitting here and we're going to do some
talking, but I think it'simportant that, again, this is
about sales and sales hasdifferent meanings to everybody,
cause we've all heard it like,oh yeah, I was in sales.
No, you weren't in sales causeyou had a salary or you know,
(01:01):
they were like in some type ofcustomer service thing or
whatever the case, and I knowthere's going to be a lot of
people, probably a lot of realestate agents, hopefully
watching this right.
I want to dive into a littlebit about how did you get into
sales, because everyone getsinto sales.
They don't typically theirintent is to get into the sales,
(01:23):
it just sort of happens.
Yeah, so walk me through,because, because again, you've
been on the team.
Now it's it's going to be threeyears in December.
I remember when you were no, no, but.
But let's go back, let's goback in time, like where was
your mindset?
(01:44):
And let's let's paint thatpicture of where you were at
back in the day when you decidedI'm going to get my real estate
license.
Speaker 2 (01:53):
So, yeah, never had plans of ever getting into sales
.
I thought for the longest timethat I was literally going to be
a corporate girly and climb thecorporate ladder and one day be
something in the C-suite ofsomewhere.
So I was in grad school.
I was in grad school, going toschool I think I was a year in,
(02:13):
and then my sister, I think, wasat a point in her life where
she was like, hey, I want to dosomething different.
And she was like, hey, I'mgoing to get into real estate,
you should just do it with me.
And I'm the type of person thatI'm like if somebody's going to
do something with me, I'm downLike I'm doing it, I don't care
Right Buddy system.
Yeah, exactly Everything buddysystem.
So I was like, okay, um, yeah,I'll take the class with you.
Like I don't think it's goingto go anywhere, I'll just get my
(02:34):
license just to have it, andthen I'll figure out what I'm.
She had started taking itbefore me and then again I was
in school.
So I was like trying to manageschool, my job, and then now out
of the blue, hold on, let'sback up a little bit.
Speaker 1 (02:49):
How old were you when this we need to, we need to
frame this up, so peopleunderstand 20.
Okay.
Speaker 2 (02:57):
Yeah, I was, cause it's my first year of grad
school.
So yeah, I was 20.
I was 20 years old.
She said, hey, I don't want tokind of do whatever job I'm
doing right now, so let's trysomething different.
I said, okay, so we got theclass together and then she
started it.
I was kind of busy with schoolso I hadn't started it right
away.
And the thing with me is, onceI have a deadline, I am the type
(03:18):
of person that a month beforeI'm like finished, like I'm a
procrastinator On and on.
So literally I want to say shenever finished it, she decided
no no Cause she ended up gettingpregnant and having a kid, so
she yeah.
So she never finished it.
I ended up finishing my coursebecause I didn't want to lose
out on the money that I spent onthe course.
Speaker 1 (03:36):
Hold on.
Did you do the crash one or didyou do like the?
Speaker 2 (03:40):
I did.
It was online because it wasduring COVID, so all of it was
during COVID and it was online.
They gave me, I want to say,three or six months or something
like that yeah, arizona schoolof real estate, whatever that
website is, yeah.
So I went on there I think theygave me three or six months or
something like that, and I said,okay, I think I was down to
like month two, like I had twomonths left to finish this thing
, like pass the test and do thewhole deal, and I was like I
(04:03):
need to start on this now,otherwise I'm not spending money
to extend this course.
So yeah, I literally myselfcrash coursed it for like a
month, finished all my classesin a month, took the test,
passed it and then immediatelylike a week later I remember it
was like 5am before work day, itwas Friday I had to go to work
at eight I think that day.
(04:24):
At 5.00 AM, I went to go takethe state test, passed it, then
I went immediately to work andthen while I'm at work I'm like
doing all my paperwork to liketrying to get my license filed.
And then I got my license andin my mind I'm going I don't
know that I'll use this foranything.
My parents are pretty big onlike not big on real estate
investing, but they're big onlike hey you should own property
Because how many properties dothey have?
(04:47):
So when I started they had three.
They had a commercial lot andthey like rent out each lot
which brings them a prettydecent amount of income.
And then they have one housethat they rent out and then like
another home somewhere else.
But since then they've sold one, they've kept the commercial
one and then they're about tosell the second one to buy
another one.
Speaker 1 (05:03):
They've kept the commercial one and then they're
about to sell the second one tobuy another one.
And so you grew up watchinglike real estate at work for
your parents' own financial Like.
Did you ever look at that going?
Oh, I could be the one actuallydoing this selling?
Was that connection there?
Speaker 2 (05:20):
I think I was more so like when I you know as like
little Diana.
Hey, when I grow up I need tobuy houses to be like them.
Because I will say there was apoint when I was younger that I
think both my parents had losttheir jobs, like they both got
laid off and the only thingkeeping them going was the rent
that they were receiving from.
Speaker 1 (05:38):
That's huge.
So you saw that.
Speaker 2 (05:41):
Yeah, so they were receiving rent, they were paying
their mortgage and like all ofour bills.
And keep in mind, there's sixof us like sure kids like it's
not yeah inexpensive.
So yeah, there's six of us.
They were like maintaining allof us for a good period of time.
Speaker 1 (05:55):
Yeah, so you saw that leverage of what happens when
you invest yeah and because wealways hear the other stories of
like, yeah I, I remember when Iwas a kid, my parents lost
their job, whatever, and like wehad to go move into a one
bedroom studio or the horrificstories, but your parents were
able to keep you guys afloat.
Speaker 2 (06:17):
They kept going.
I remember and it's funny to mebecause sometimes people I
think look down on like hey, youknow you own a mobile home,
whatever right Sometimes, rightyeah.
Speaker 1 (06:27):
So yeah, people prejudge.
Speaker 2 (06:29):
Yeah, exactly.
So one of the properties thatmy parents owned was like this
mobile home, and I think thatwas the one that was like oh
shoot, like I didn't realizesomething that small of a
property.
You know, because when youthink typically like real estate
investing, you're thinkingcondos, townhomes, like single
family homes, right, Like nobodythinks, oh, I'm going to go
rent out this mobile home andthen figure it out, but no,
honestly, like that one and thesingle family home were probably
(06:51):
the reason why my parentsstayed afloat.
Speaker 1 (06:53):
How much was the?
What were they?
Do you remember what they wererenting?
Speaker 2 (06:57):
No, but I remember they were only paying.
Shoot I can't, I don't knowfive, 600 bucks.
Speaker 1 (07:02):
You know what?
Speaker 2 (07:03):
I mean Cause my, my dad had owned a property before
he married my mom and that Ithink he had paid.
I think I looked at tax records.
I think he paid like $50,000 onthat house.
And then the house that myparents still have, the one that
I grew up in.
They paid 181,000 for it.
I can't, Isn't?
Speaker 1 (07:20):
it crazy.
Now we can't even find a mobilehome for 150.
I mean, it's tough, okay, sohold on, let's back up a little
bit.
So you're in college.
Speaker 2 (07:31):
Yes.
Speaker 1 (07:32):
You are taking the real estate courses.
Yeah, you also have a part-timejob.
Speaker 2 (07:39):
Oh, full-time job, but yeah, full-time.
Speaker 1 (07:41):
Yeah, you're stacking the deck Like three things
goingtime.
Yeah, you're stacking the decklike three things going on.
Yeah, how, and at such a youngage?
Like, where did you learn howto balance all that?
Because, let's face it, somepeople can't even, you know, do
this Okay, let alone functioningat that level, doing three
(08:02):
major things.
I just you know, it's not likegoing to the grocery store and
talking to your friend on thephone Like where did that come
from?
Like how did you, how were youable to balance all that?
Speaker 2 (08:12):
I think I don't know when it started, but I've been
doing that.
I mean, you know my story butlike for those that don't, when
I was well, okay, I'll startwhen I was five years old.
When I was five years old, theytried to make me skip a grade,
like I was in kindergarten.
They were like she doesn'tbelong in kindergarten, we need
to move her to first grade.
And then my parents were likeabsolutely not, because her
(08:34):
brother's in first grade, wedon't want them there together.
So I was like, okay, like lethim not get bullied.
So anyway, so I went throughschool.
By time I got to about eighthgrade, I think that summer I
started taking summer classes.
So by the time I was a freshmanin high school, I was already
taking college courses.
So I was in it was freshmanyear of high school.
I was doing like my regularcourses and then after school
(08:56):
after like sports practice, thenI'd go to like my college
classes in the afternoon.
So I did that all throughouthigh school and I graduated high
school a year early.
So I think my whole like eversince I was like in eighth grade
, my day has just been packedLike.
I purposely like packed up myday, every single day, to the
point where, like I, wasexhausted every single day at
night.
And then I think, when I got tocollege because when I was in
(09:18):
college I remember I was incollege and I was working two
jobs, two full-time jobs,because I was like there's
nobody else that's going to paymy tuition- so.
I need to be able to do this, soI would go to college and I'd
do my two full-time jobs, andthen I finished college in three
years, instead of the four too,and then by the time I got to
grad school it was almost like Igot a break, because it was
(09:39):
only school and only work versuslike school.
Speaker 1 (09:40):
So you're like, oh, I'm working part-time.
Speaker 2 (09:41):
Yeah, I was like oh, I was like I have so much free
time, I don't know what to dowith my life, so I'm like
talking to everybody.
And then that's when I was like, oh, I need to figure out like
something to do.
Because I think, when I was ingrad school too, I think one of
the main reasons why I went anddecided to go get my real estate
license is I was taking anentrepreneurship course and they
were like, oh, not utilizing,yeah, like my skills of like
being able to come up withsolutions for like some other,
(10:08):
whatever right so something wasnipping at your heels, like back
then where you were like yeah,I think so.
and then because I had at onepoint I think I had my license
in the middle of that course,but it wasn't until I had my
license that I was really like,oh well, I have it now, Like I
have to do something with it.
Because before my mindset wasokay, I'm going to get my
(10:30):
license but it'll just be there,Like I'll maybe use it on my
parents here and there you know,if they need it for something.
But I didn't really ever feellike, oh, I need to like I can
apply this and actually makemoney, okay.
Speaker 1 (10:41):
So, so you get your license and I want people to
kind of understand because,again, you and I both know,
starting out in real estate, ifyou don't build the right
foundation and it's kind ofsketchy and a little off that's
going to catch up to you lateron down the road.
So I want to talk about, likewhen you first started out you
(11:05):
were with someone else likelet's break that piece down.
Not that we're gonna talk crap,but I'm just saying like, like
that, versus then transferringover when we join, like walk,
walk me through that piece.
Speaker 2 (11:20):
So my realtor was actually on your team.
That's when I had bought myhouse and that was like two
months before I'd gotten mylicense, or something like that.
Speaker 1 (11:31):
Okay.
Speaker 2 (11:32):
Yeah.
So I'd bought my house at like20 years old and then I remember
, for my 21st birthday, I waslike I gotta do something with
this license, Like I gotta.
I gotta go crazy.
Speaker 1 (11:40):
Now, let's not downplay that one piece and
we're not going to you bought ahouse at 20 years old.
Speaker 2 (11:45):
Yes, sir.
Speaker 1 (11:45):
Like that's the American dream, right there.
Speaker 2 (11:48):
Yeah, that's true, honestly so grateful, because I
think when I bought it likelooking back now and actually
being in the industry, now I'mlike when I was in it part of me
was like, oh, I shouldn't dothis, like I should just forget
it, like I'll just wait a coupleof years, like I'm too not that
I was too young, but I feltlike, oh, I'm ahead of everybody
else buying a house, so maybe Ican just chill out and wait a
(12:08):
couple of years and then I'llbuy one Right, like no, I'm so
glad, how glad are you?
Well, my interest rate's likedirt cheap too, so what's your
interest rate?
3.1, 3.125.
I know it's hard what?
Speaker 1 (12:20):
kind of now, because you made that move.
Okay, what kind of equity doyou have right now?
You think?
Speaker 2 (12:28):
I check it pretty frequently about $200,000.
Speaker 1 (12:31):
$200,000.
From that one decision you made$200,000.
Yeah, people don't realize how,like, sometimes we overthink
and we don't look at the bigpicture, and that's amazing.
I mean that's because thinkabout what you can do with that,
(12:53):
like you can.
You can leverage that.
You could buy another house,you could start another business
like or that's like emergencymoney that heaven forbid,
something crazy happens.
You can leverage that as welltoo.
Speaker 2 (13:07):
I will say, like my parents, like looking back at it
, my parents have always usedtheir equity and pulled it out
and bought another house.
Speaker 1 (13:13):
Yeah.
Speaker 2 (13:14):
Like and that's part of the reason, I'm sure, why
they've stayed afloat but like,if there's one thing that I
repeatedly say to like all of myfriends that right now aren't
owning homes, it's like listen,if anything were to happen to me
tomorrow, I'm putting a forsale, sign up on that house and
I'm good.
Like, all of my debt gets paidwith my student loans,
everything will get paid withthat house and I'll fresh start.
(13:38):
Now with your younger friends dothey look at you like you're
just a unicorn, like I thinkpart of them, my friends that
are my age, yes, and they thinkit's almost like not attainable,
which I think is the problemwith it, because when you're but
it's been like that my wholelife, like my younger siblings
and you know what, I mean,you've seen the playbook, though
.
Speaker 1 (13:54):
You have seen the playbook on how to create wealth
.
So it was like, yeah, this iswhat you do, where everyone else
is like maybe their parents,maybe they've always rented or
they've they've just they, they,they're stuck in that cycle to
where no one has taught themfinancially how to do things.
Speaker 2 (14:15):
Yeah, exactly yeah.
So I think, especially to myfriends that are about my age.
I think it's like, yeah, likeI'm the unicorn that like got
everything done and like is.
But I will say most of myfriends are older, so I think
now it's not, it's like common,common right.
It's like, oh, I have a house,okay, so do you?
You know what I mean, andactually some of my friends that
are older, I've helped them buytheir first house right, so
like that's kind of cool, butyeah.
Speaker 1 (14:34):
Okay, so going back didn't mean to go down that
little side alley there, but Ithink that's important that
people understand.
Like, like, when you aresurrounded by other movers and
shakers and people that aredoing things, look what happens,
you know, they always say youneed to be the one person in the
(14:56):
room if you're making the mostmoney.
Speaker 2 (14:58):
Yeah.
Speaker 1 (14:59):
In your friend group.
You need to change friendgroups.
You need to put yourself in asituation where you're making
the least amount and everyoneelse is up here, because what
happens is is that you will endup gravitating towards doing
bigger and better things.
So again, that's, that's supercool, Okay?
So let's go back Um so couplemonths.
(15:23):
You're, you bought the house,you're about to buy the house,
I'm about to buy the house.
And then let's get back intothat.
Speaker 2 (15:31):
Oh, I think okay, all right, let me think timeline.
Okay, I got into contact with arealtor and then I was like, on
this journey to buy the housethat didn't end up working out,
didn't end up purchasing a housethat time because I think
during this time it was likelike multiple offers and it went
crazy.
Anyways, eventually I ended upbuying a house.
Speaker 1 (15:48):
And she wasn't a closer either, but anyway,
Anyway, so, anyways.
Speaker 2 (15:53):
So then I ended up buying a house and I think my
like ticking point was I'malready doing these classes and
I'm like working this job, wherein my mind at the time I think
I was getting paid a little morethan what I should have been
paid, just because I was reallydoing like absolutely nothing,
right?
But in my mind I'm going okay.
I saw the settlement statement,I saw how much she got paid.
(16:15):
That realtor showed me twohomes in one day and it and it
wasn't even.
It wasn't.
I think what upset me the mostwas the fact that I negotiated
my own contract.
I was like, hey, put this inthere, put this, put this, put
this in this, because I'd lostout on so many homes.
I felt like I already knew whatthe heck I was doing.
Speaker 1 (16:30):
You were working the deal.
I was.
Speaker 2 (16:32):
So I was like hey, why doesn't this offer have X, y
, z, like I need going, okay, ifit looks dated and crappy and
like it sucks and I renovate it.
Speaker 1 (16:51):
That's like instant equity right.
Speaker 2 (16:52):
Absolutely, because it's priced right now at this
crappy condition.
You know what I mean.
So I chose a house like that,completely renovated it, and
then I saw what she got paid onthat settlement statement and I
was like what the?
I was like she got paid what?
For showing me two homes and Ihad to tell her what to put in
my own contract.
Like she didn't even tell mewhat to do.
(17:13):
So then at that point I waslike, yeah, I'm getting my
license.
Speaker 1 (17:15):
So then I bought the house and that's really when I
started, really motivatedbecause I saw the paycheck and I
was like this is like terrible,Right.
Speaker 2 (17:20):
So then after that, I think like three weeks later, I
got my license.
Wow, I got my license.
Like it motivated me so much Iwas like I don't care, I'm
getting my license.
I got it three weeks later,that agent that sold me the
house, she was thinking ofstarting a team and I was like,
okay, well, I don't, like, Idon't know what I'm going to do.
So, okay, Let me see kind ofwhat this is about.
(17:47):
I'm not going to do itfull-time anyways, because I'm
not going to.
At the time I was like I'm notgoing to leave my staple job,
I'm just going to do thispart-time, Right.
So I did that part-time.
Um, I sold a house to my cousinfirst, and then after that, I
think, somebody some connectionor some lead that she had, and
then I got my paycheck.
I got two paychecks in onemonth and I was like I'm
quitting my job.
I was like there's no.
I was like there's no way I'msitting here wasting my hours
like in my ability, 40 hours aweek sitting at an office job,
(18:13):
when I could just be outmanaging my own time and as long
as I learned how to manage it.
Well, I'll make enough money,Right?
So I'm like, okay, I think I'mgoing to do that.
So I was like talking to herabout it and I was like, hey,
you know, I think I want to dothis full time.
She at the time, I think if Ihad sold two in one month, she
had only sold one, which to mewas like wow which is like weird
, because I'm like well, you'resupposed to be the one teaching
me, so I don't know how thatworks but, anyways.
(18:34):
So then I was like talking toher about it and she was like no
, I think I'm going to go backto corporate.
So she ended up.
Speaker 1 (18:40):
Yeah, she ended up, she tapped out.
Speaker 2 (18:42):
She tapped out before I did so.
She ended up going back tocorporate.
But like in the midst of that Ihad reached back out to the
agent that was on your team andI was like, hey, like you don't
have to help me, I get it, I'mso sorry I didn't use you as an
agent, but like I really wouldjust like some tips or just like
anything you could tell me thatwould help me get started some
way somehow.
Right.
And then I think she was like,oh well, you know, come meet Kim
(19:06):
and Dave and then just just seewhat it's about, see what they
can offer you.
So I said OK.
So I think I met you and thenfrom there I think we did some
jumpstart program.
I think I was for like threemonths or something.
I remember I was freaked outbecause I was on leave for work
and I was like, oh, what am Igoing to do, you know?
Speaker 1 (19:22):
Right.
Speaker 2 (19:22):
But yeah, I think I ran my in the beginning that
sucked, like being so lost, Ifeel like, with her because
there was no sense of direction,like being under somebody that
didn't even know how to do itthemselves Right.
And then I think, when I got tothe team, a lot of my anxiety
came from the fact that like,okay, I'm in this jumpstart
program for a couple months, butam I going to be able to make
(19:43):
money Right?
Like just not having confidencein myself and I think yeah, but
you already sold two houses Ihad sold two houses.
So part of me was like, okay, Iknow how to do it, but it's just
doing it consistently.
Because, if not, I rememberwhen I got my license and I told
my parents I said hey, I'mgoing to do this full-time, like
I'm gonna quit my job, right?
I'm gonna do this full-time.
My dad was like okay, go ahead,like you you do.
(20:06):
You know what you, what you'regonna do, like you've always
done whatever you want to do.
Anyways, nobody can stop you.
I'm like okay, great, my mom waslike absolutely not really my
mom was like you need to keepyour job.
She's like you can do this onthe side.
You've always done multiplethings and I'm like, yeah, I'm
like get it, but I want to dothis full time.
Speaker 1 (20:24):
So, anyways, okay.
So let's back up there Againthe people who you surround
yourself, your friends, yourfamily and, as we're finding out
, if you're the only one insales and mom and dad are
blue-collar workers or justoffice workers and they're not
in sales like it's like twodifferent religions, okay, and
they're not in sales like it'slike two different religions,
okay.
If your dad would have said, no, you need to stay on a
(20:47):
consistent, a regular job tomake steady income, do you think
that would have swayed you ordo you think you would have?
Eh, you don't know what you'retalking about, dad, I'm doing it
anyway.
That one Okay.
Speaker 2 (20:58):
Because I've been like that my whole life, like
I'm going to do whatever I wantto do anyways, and I'll figure
it out.
Like, don't worry, god's got me, I'm going to figure this out.
Speaker 1 (21:05):
You know what I?
Speaker 2 (21:05):
mean, that's how I've always been, but my parents too
.
Interestingly enough, they hadtheir own business.
Speaker 1 (21:15):
Didn't go well.
Speaker 2 (21:16):
So they stopped running their own business and I
think that's part of the reasonwhy my mom was like like your
own business, taxes and all thisstuff, and I'm like, okay,
whatever.
Speaker 1 (21:23):
See, isn't it funny how people always give you
advice on on the things thatthey weren't good at, and it's
like I get it.
They're coming from a place ofconcern but it's like, okay, hey
, thanks, mom and dad, youtaught me some valuable lessons
on the pros and cons of what todo and not do.
And see, I don't think theyrealize that, cause I, I know my
(21:44):
kids are like all right, dad,we, we know you sucked at that,
I'm not, I'm not going down thatroad, but I do like some of
those other things.
Speaker 2 (21:54):
So, again, that that's just, it is what it is
yeah, yeah, it's justinteresting, but I don't know so
the.
Speaker 1 (21:59):
So now you're on the team so now you're on the team?
Speaker 2 (22:04):
yep, now I'm on the team.
Well, okay, so I was on jumpstart for about three months and
I think during this time I wasso annoying to you because I was
like, dave, am I gonna be ableto join this team?
Like, am I gonna be able tomake money?
I was so.
I was so stressed out I think Ihad ran my savings dry, like at
the very end of that, but Iknew in the back of my head like
, if I needed, my dad would helpme you know what what I mean
Like sure Didn't want to use it.
I've never been that type ofperson, but I was like, listen,
(22:26):
if it happens, it happens.
I think I ran my savings dry inthat first month that you were
like, hey, congratulations.
Like you're going to be on theteam, I was like, okay, I need
to.
Speaker 1 (22:45):
I need to work.
I'm like I need to up.
Yeah, cause you were.
You were still doing the littlepart-time gig and you were
doing jump.
So you were, you were doing,you were you're, you juggled the
ball there for a little while,right Didn't, weren't you
part-time?
Speaker 2 (22:52):
in it I was part-time , not part-time.
No, I had completely said I'mnot doing this anymore because I
need to dedicate most of mytime into learning what real
estate is, which is why I waslike I need to focus a hundred
percent of my time intojumpstart, cause if I don't do
this right in the beginning, inmy mind I'm going.
I'm never going to be able todo it right later.
Speaker 1 (23:09):
But remember you were going out to your car and
making phone calls.
Speaker 2 (23:13):
Yeah, cause I was still in school.
That was my part.
Speaker 1 (23:15):
That's what it was, that's right, you were, you were
, you're finishing up gradschool.
Okay, so share with people whatyou were doing.
Cause cause again, like to me,you you did whatever it took,
(23:35):
and I think what happens is isthat people start something new
and they put like this little 15, 20, 30% effort and then
they're like, oh, this is reallyhard, I'm going to back off and
I want to be comfortable.
Yeah, and so I want, I want ourlisteners and our audience to
know what it took for you to getramped up, because that's, we
(23:56):
don't see that a lot.
Speaker 2 (23:57):
Yeah, I again.
I think part of the reason wasthat, like I was using all of my
savings to go a hundred% intothis and like be into Jumpstart.
Speaker 1 (24:05):
You went all in Like you pushed the chips in and said
I'm good, bet it all on black.
Let's go.
Speaker 2 (24:12):
So I did that and then literally I think when I
got your message or whateverthat they were like hey,
congratulations, like you'regoing to be on the team
Immediately.
I think I got a list of likenames and numbers to call, right
, and I remember I would go toschool.
I think I had class at likenoon or something, so I'd like
go to our meetings in themorning immediately after I'd
rushed to class, because I hadto be there by a certain time
(24:33):
and then right after that I'mlike I literally just wasted
half of my day being in classand being in a meeting.
I don't have any other time tocall.
I'm not like these other peoplethat have like the mornings and
all of this time to callbecause I have school, like I
still have stuff to do.
So then I would sit in theparking lot and like the garage
of campus, like sitting therejust, and I think I'd make like
25, 30 calls in one sittinguntil somebody picked up or
(24:57):
until I had like a couple ofgood conversations to the point
where I felt like okay like Igot a little that might turn
into something.
Yeah, like that might turn intosomething.
I'm good I can go home now, youknow, and then I'll work on.
If I needed to work on that,I'll do that.
If not, I think the worst partfor me was, like, if I didn't
get somebody that I thought wasgoing to turn into something,
I'd like almost pair likeparanoia.
(25:18):
I'd be like, oh, do I do I haveto keep making calls?
Do I have to keep you know?
And I think it took me a longtime to realize, like, when you
make that, like if you're making50 calls a day, maybe it's just
a bad day, like maybe you gotto quit it and then start
tomorrow.
You know what I mean.
Speaker 1 (25:30):
Yeah, I mean again, we see this happen all the time
with with newer agents that getgone, or older agents that have
been around for a while, andthey get back in the swing of
things.
That's the hard work, yeah,okay, and that's when the
self-doubt starts creeping in.
You're like, oh my god, I'vemade 15, 20, 30 calls, no one's
(25:55):
answering.
Yeah, but then it's like, ifyou're doing that at 9 005 am,
the time matters.
Guess what People are at work.
They don't want to talk to you.
So talk about a little bit ofhow you kind of found these
different time zones, thatbecause you were playing around
(26:16):
with that for a while, for awhile, yeah.
Speaker 2 (26:19):
So I mean, I've never really been a morning person,
so most of my calls started offYou're not a morning person.
Speaker 1 (26:23):
No, definitely not.
All right, we'll talk aboutthat in the next episode.
Definitely not that.
Speaker 2 (26:28):
But anyway.
So I wasn't really a morningperson, but also I had like
class and stuff in the morning,so I would always start my calls
in the afternoon anyways.
And I think because of that Igot really lucky, because I
realized a lot of the timespicking up these phone calls
they were like oh, I'm so sorry,like I'm just getting off of
work, can I call you in 30minutes when I get home, right?
And then it's like mental noteOkay, who are the people I have
to call in 30 minutes to makesure they don't forget when they
(26:49):
get home to call?
Speaker 1 (26:49):
me.
Speaker 2 (26:50):
Right.
So when it started there, Ithink afterwards, once I stopped
going to school and I kind offreed up my mornings and stuff,
it was more like so I would trycalling people in the morning
realize that really wasn'tworking, because people were
literally going into work andthe people that were picking up
were either people on vacationthat were coming in or like
(27:13):
people that were retired.
Speaker 1 (27:14):
Right.
Speaker 2 (27:15):
So when I would call in the morning, I realized I
would text them afterwards LikeI'd call them.
They wouldn't pick up.
I text them, I said hey, youknow, I tried to reach you.
Is there a better time that Ican call?
Then I would get the messagesaying I'm so sorry, I'm at work
(27:39):
, can you?
Speaker 1 (27:39):
call me during lunch.
So then I listeners, okay, youwill hear experts in our
industry.
They're like oh, I time blockfrom 9.30 am to 11.30 am and see
, I've always been of the adageof it doesn't matter when,
because if you're lockingyourself into that time frame
(27:59):
now this isn't for everyone,okay.
But again, if you're lockingyourself in to nine, 30 to 1130,
and that's really not the likecall zone time that your people
are going to answer, you got tochange it up, like, and this is
the thing, well, I'm doing whatI was told.
No, you have to be creative.
(28:20):
This is a creative type ofenvironment that you just don't
check the boxes as you go.
One day it might work, the nextday it might not work, the next
day it might not work again,and then all of a sudden, boom,
it's like it works.
So I think that this is the partwhere salespeople get
(28:42):
frustrated because what worksone week doesn't work the next
week, and then they're scared totry something different because
of failure.
Like, how many times?
Like seriously and I knowyou've had failures kind of in
the dark, so to speak.
You know what I mean.
Like you're not one to likeI've never heard you come in and
(29:03):
be all like, oh, this sucks andthese leads suck, and I want,
but Like, let's talk about that,let's talk about these failures
that you've had, kind of in thedark, so to speak, like what
have you learned from some ofthat?
Speaker 2 (29:17):
I will say, I think, the way that I approach the
failures because I have heardthat from other agents on the
team saying that, like, oh, Idid call, I did everything that
you told me, but none of it'sworking and I'm like, well,
there's one common denominatorand it's not them, it's you.
Well, there's one commondenominator and it's not them,
it's you.
You know what I mean.
So, majority of the time whensomething isn't working, I'm
like, okay, it's something thatI did which is good and bad.
(29:40):
Good mentality to have, badmentality to have in some other
areas.
Speaker 1 (29:42):
Right.
Speaker 2 (29:43):
But I think, specifically for calls, because
I had that mentality that it'slike, okay, it's something that
I did.
Now I'm like analyzing okay,what did I do during this time?
What time did I call?
Was that I did?
Now I'm like analyzing okay,what did I do during this time?
What time did I call?
Was I in a good mood when I wascalling people?
Did I ask the right questions?
Did you know what I mean?
So then it's like looking atall of that and then going, okay
, I think the time that I calledwas fine because they picked up
right.
(30:03):
So I don't think it was that.
Now I'm like analyzing okay,well, did I eat before?
Because if not, then I wasprobably hangry and I probably
sounded terrible on the phone.
You know what I mean.
They're probably like who theheck is this?
Speaker 1 (30:14):
I don't want to talk to you.
Speaker 2 (30:15):
You're real exciting yeah exactly and then they're
like hanging up on me.
So I think I went through somany cycles and, again, making
calls on volume helps becausewhen you get through so many of
them, I feel like you get intheir responses of the questions
that you're going to ask.
So now you know what questionsto ask to get the responses that
you want Right.
Speaker 1 (30:34):
Agreed.
And again, the key word therevolume, repetition.
Michael Jordan did not go outto the basketball court and
shoot five free throws, makethree out of five and go.
You know what?
I think I'm good.
Yeah, those guys like you hearthe stories, Kobe and him, like
thousand basket, a thousand freethrows, like do you realize how
(30:58):
insane that sounds?
And then and then we were insales.
It's the same thing the moreshots you take, the more
practice runs, the better youget, so that when the real
client does come across yourpath or you have that first real
conversation, you're likeyou're in it, like you're the
(31:20):
well has been primed and you'reflowing good.
You know, it's funny how, likeyou said, hungry, tired, like
these are all things that comeinto play that people do not
realize.
I remember there's a coupletimes like I went out I don't
know a last minute showing and Iwas starving, it was hot out,
(31:45):
wasn't in a good mood.
Well, guess what, dave salesmandave did not show up.
It was the let me get throughthis.
I hope they say they want towrite an offer and move on, like
you.
What people don't realize is youcan't, you can't just kind of
get through sales.
So let's talk about that piece.
Like, like when you show up fora client, like what's your,
(32:08):
what's your mindset?
Like when you go to meet with aclient, it's not like you just
crawl out of bed and you likethrow a baseball hat on and hey,
here's the house.
Like what goes through yourmind right before you show a
home or go to a listingappointment, like do you have a
little psych-up routine?
Like do you listen to certainmusic?
Or, you know, is theresomething that you do to get you
(32:31):
in?
I'm in in now.
It's like operation sales modeBoom.
Speaker 2 (32:36):
I think part of me, I think it starts honestly that
day because if I know myschedule like I know I have
showings or I know I have alisting appointment or I know I
have something that I have to doI have to make sure I'm up like
two hours beforehand because Iknow when I'm tired I'm the
worst Like you will be upset atme if I am tired.
You know what I mean.
So I have to wake up two hoursbefore, make sure I'm all good,
(32:57):
at least two hours before, ofcourse.
Speaker 1 (32:58):
Do you have a gaming problem, Diana?
Speaker 2 (33:02):
Anyways, that's for a different video.
But yeah, I get up at least acouple hours before to make sure
like I'm not tired, I'm nothungry, and then, for listing
appointments specifically, Ihave to go through all of my
documents again, like everythingthat I feel like I'm going to
present on, and then, on top ofit, our listing book.
I have to go through the entirelisting book once before I feel
(33:25):
even comfortable getting in mycar to go, because if I don't
feel like I know what's in there, then I don't know what's going
to happen when I actually hitthe table and I have to explain
this Right.
So there's that.
I don't think I have like any.
I know some people have likesome weird not weird but like
people will run through theentire listing appointment
before they get to the listingappointment.
You know I'm not those type ofpeople, cause I feel like a lot
(33:46):
of the times appointments nevergo the way that you plan.
Speaker 1 (33:49):
Never.
Speaker 2 (33:50):
So I feel like my ability to wing things has
helped me so much which,honestly, improv, that improv
class that we did helped me alot, because I feel like when
you're able to kind of wingpeople asking you questions and
things like that, it just goesso much better.
Speaker 1 (34:05):
Well, let's be clear on that, okay?
So she's saying wing it.
That doesn't mean beingunprepared.
It means being able to wing thesituation.
You still know what the outcomeis going to potentially be.
However, sometimesconversations will go a thousand
(34:25):
different directions and it'sup to us to bring it back to
center, to keep our clients onpoint, because you could go off
talking about you know, auntCarol's baked bean dish for the
next two hours and you're like,you're on a listing appointment.
You got to like oh, that's anice crock pot and they go off
on a tangent.
You got to bring it back and beable to talk.
(34:47):
So that's what we're talkingabout when it comes to winging.
It is being able to keep theclient on point and having the
conversation with the client,versus, like you said, some
people think I got my listingpresentation.
You're not at a podium in theirhouse in the kitchen like
holding a speech, like apresidential speech.
It's this conversation with,this conversation with.
(35:14):
So how would you say, insteadof talking at the clients,
you're having theseconversations with the clients.
How have you been able to getbetter at that over time?
Speaker 2 (35:25):
I think honestly for me, especially in the beginning,
when I felt like I don't reallyknow what to talk to them about
, and then we started havingkind of these conversations of,
well, like what are you sayingto these people and are they
reacting more specifically,because it really is, I think,
all in the reaction of thesepeople.
So I think for me it was moreso just once.
(35:48):
I got in the mentality of likehey, these are honestly just my
friends, like they have to justbe my friends, because if
they're not my friends, I'm notgoing to give you like this
conversational piece of it andyou're not going to trust me.
Speaker 1 (36:02):
Right.
Speaker 2 (36:02):
So I think, cause a lot of people are afraid.
I've learned from other agentslike afraid to tell people like
the hard truths of, like whatthey're about to go through,
like, hey, it's not going to beeasy.
Hey, like this and that it'slike, this is what it is, and
I'm just here to tell you whatthat is.
You know what I mean.
Versus like like lying to them,in a sense, and telling them
it's all rainbows andbutterflies and it's not.
Speaker 1 (36:23):
Yeah.
Speaker 2 (36:23):
So I think I've gotten to the point where I'm
like the, the most honest personthat I can be for them, because
they are going to want agenuine person helping them out,
not somebody that they feellike isn't for them.
Speaker 1 (36:38):
So that's you basically being authentic.
And we hear this phrase a lotlike oh, fake it till you make
it.
I understand the saying, Iunderstand what it means, but
think about that in our industry, fake it till you make it.
So what you're going to fakebeing a salesperson, that's not
(37:00):
being true to you and I knowthat you, especially early on,
remember like some of youroutfits you'd come in you're
like I'm out showing today, I,today, I'm like, there you go.
That's you being you versussome stuffy, you know,
salesperson, all prim and proper, like people want to work with
(37:20):
other people, not a salesperson,you know, so to speak.
Speaker 2 (37:26):
I think too when did you?
Speaker 1 (37:28):
when did you get comfortable with that?
Did it take you a minute?
Speaker 2 (37:31):
I think it took me a minute only because I remember
in the beginning I was soconcerned about my age.
I was like I am so young.
These people are gonna think ofteenagers, like trying to sell
them a house like this is somepyramid scheme like right, like
it's not gonna go well.
But yeah, I was like soconcerned, I think after I got
through a couple clients I waslike nobody cares, like nobody
cares what I'm wearing, nobodycares.
(37:52):
After a while too, I think theway I got into the habit of like
thinking like it's fine, Icould just wear, yes, be like
modest, you know, don't don't gocrazy, but like it doesn't, I
don't know, like I don't have tobe in business attire every
single day when I go you knowwhat I mean.
So I think when I went andstarted showing homes, I noticed
like these people, like my, Inoticed like these people, like
(38:13):
my clients right, like thesepeople are wearing whatever the
heck that they want.
So why do I have to dress up?
If you're going to dress likethat, you know what I mean.
To like this pretty importantappointment of like the rest of
your life.
You're going to spend yourhouse in here.
You know Like you're dressedlike that.
So I think I got morecomfortable.
But also, first impressions arevery important, so I never do
it on the first day.
Like the first day I am alwaysvery like, I feel like more
(38:33):
dressed up than usual.
Sure, it isn't until I get toknow them that I start like
toning it down a little bit.
Speaker 1 (38:38):
Cause I remember when you got your Tesla you're like
that made you feel better.
Speaker 2 (38:43):
I was like remember, remember.
You're like now.
Speaker 1 (38:46):
I'm a real realtor.
I'm showing up in a Tessie.
You know it's like.
I remember when that.
Speaker 2 (38:52):
Now 90% of Arizonians have, because how?
Speaker 1 (38:55):
many times has someone seriously?
How many times in your careerof being a realtor have they
asked you, diana, how old areyou?
Speaker 2 (39:06):
I've never gotten the question like the first, like
if I'm meeting people first fivetimes, never, it only ever
comes up like later, like almostlike to the point where I'm
handing you your keys and thenthey're like hey, you know, I
was kind of curious this entiretime, like, but like, how old
are you?
And then I'm like well, how olddo you think I?
You know what I mean.
Like then I started askingthose questions.
Speaker 1 (39:24):
Isn't that amazing?
Yeah, that's because you madefeel comfortable.
But in the back of their headthey're still going like who is
this chick?
Are you like some BenjaminButton?
Like, are you reversing?
Like what's going?
Speaker 2 (39:37):
on here.
Yeah, I've never had anybodylike be, and even when they do
find out my age, I've never hadanybody be like.
Speaker 1 (39:44):
Deals off.
Speaker 2 (39:45):
Yeah, like oh my gosh , I can't believe I let somebody
that young like it's never beenlike that.
Speaker 1 (39:49):
So that's cool.
Speaker 2 (39:50):
Yeah, all right.
Speaker 1 (39:51):
One more thing.
Let's talk about yourstructuring of your days, your
weeks, your because I know thatyou like to, I know you're a jet
setter and I know you likeplanning in advance.
How much has the planner helpedyou?
Speaker 2 (40:10):
I think it's helped me a ton, in the sense of I
think honestly, though, no, it'shelped me a lot.
Speaker 1 (40:20):
Seriously, because we talked about this and I put
together this a while ago andexperimented with you guys
Because this is the best of thebest of what I used to do when I
first got started and I wantedto see if it was duplicatable.
And I remember you're like Dave, like I love this.
Speaker 2 (40:40):
yeah, I remember when it first came out, I was like
did you literally read my mind?
Because it's like exact,because I remember I was asking
you for a planner for a reallylong time right and then finally
we got one.
No, honestly, I think it helpslot, especially the first page
for me, specifically because itasks you, like, what's your goal
?
Because I'm a very like resultoriented person, like I need to
know where I need to go and likeeverything in between I'll
(41:03):
figure it out, but I need toreach that.
Speaker 1 (41:04):
Right.
Speaker 2 (41:05):
So I think for me, seeing this front page every
single morning, like when I openit, I'm like okay, like this is
why I have to work on thethings that I wrote down today,
because if not I'm not going toreach that, you know.
So then everything again,because I'm so like results
oriented everything that I writein here, I really tried to have
like a result from it.
Like, even if I make, if I havemy phone calls cause I
(41:28):
typically put like my hot listand my follow-ups, like those
are the phone calls that I'mmaking for the day If none of
them pick up, then I have tofigure out somewhere, like in
this planner, what am I going tobe doing here that's productive
, like, and if none of it iswork related, then what in my
personal life here is going tobe productive for the day?
Because I don't.
I think my worst fear is likelosing a day of like I'm doing
(41:50):
absolutely nothing and beinglike a couch potato, like I
can't do it.
I have to like at least go workout.
At least you know what I meanLike do a lot of these things.
I mean have you?
Speaker 1 (41:58):
found and again, like Kim and I have been doing this
for years.
But it's like we put everythingon the calendar and I think
sometimes people like everything, like everything because then
you don't get decision fatigue,because when you leave that
stuff lingering up in your head,oh, do I need to do this
tomorrow?
Or oh, do I need to?
(42:18):
That's taking up bandwidth,like you need to be able to
function at a super high level,and if you're, you know, oh, did
I put the garbage can out?
Like, put it in the calendar,for God's sake.
Speaker 2 (42:29):
I think for me, because I struggled with
decision fatigue like so muchbefore, to the point where I was
like I don't even know what.
Speaker 1 (42:34):
I'm doing.
I remember you would literallylike.
You got choked out.
Speaker 2 (42:37):
I literally have anxiety attacks because I didn't
know what the heck I was doingevery single day.
So I think, once I had this, ofcourse you're going to have
periods of time where I feellike you have your gaps.
Times are what I like, almostlike, in a sense, like I'm
searching for that time in here.
So if I have my entire dayfilled with like appointments,
that's really really good.
(42:58):
So the less free time I havethroughout like the morning and
the afternoon, I feel like is awin, like, oh, I'm like, oh, I
like booked myself so well thatI have only this amount of time
that I can really like mess withRight.
I feel like for me, too, havingmy schedule when I have only
this amount of time that I canreally like mess with Right,
yeah, I feel like for me, too,having my schedule when I have
those gaps of like okay, I don'thave an appointment here, I
(43:20):
don't have to make my callsduring this time, I don't have
to do something like very urgent.
There is the times that I sneakin, like going to the gym or
like reading a book or likehaving like my downtime of like.
Speaker 1 (43:31):
You know that happens like two in the morning, and
that's not even on this.
So do you want me to do a 24hour?
No, let's not do that.
I'm trying to get away from it.
Speaker 2 (43:41):
But, yeah, no, honestly, I think I searched for
like that time where I'm like,okay, I was able to do all of
the things that I wanted to dowork-wise, like I was able to
schedule everything that Iwanted to, and all of those are
great, and now I have.
Even though I was able to doeverything, I still have time
for myself, cause I think for me, a lot of the times, it's like
I'm I'm always trying to figureout okay, how can I have a life
(44:02):
and then like be all about work,cause I feel like for me, I'm
like 80% work, 20% life, like,if it comes down to it, that's
what it is, you know.
But it's like I'm still tryingto make sure like the people in
my life like that are importantto me, understand that they're
important to me, and like I'mstill building and like
cultivating those relationshipsand not just like completely
ignoring people and like, hey,I'm just, I'm busy working, like
you should understand, becausethey won't.
Speaker 1 (44:24):
Yeah, you have to sometimes explain that because
people don't they, theyliterally don't understand.
When you're at dinner and it'slike, oh my God, this, that's
the one that I need to talk to,and you dip out like they.
They don't understand thatbecause they're working a
regular job which the phonestops ringing at 5 PM Exactly.
Speaker 2 (44:43):
Yeah.
So I think during those timeperiods, or even like kind of
like how you and Kim literallyplan out date nights like I have
to do that for my friends Likehey, we have to meet, like if
we're meeting tomorrow, it hasto be tomorrow at this time,
like I can't and I can't be aminute late because it's going
to mess with like everythingelse that I already have planned
Right, so that in terms of likescheduling, that's helped.
Again, today's goals, like Isaid, very goal oriented, at
(45:06):
least for me and then really thedaily tracker, cause I know we
did something before that waslike you log in every single day
and you put how many calls youmade and you put to me that's
like a really good indicator IfI'm like getting, if I'm not, if
I have not reached my goalalready.
It's a good indicator of whereI'm going.
Speaker 1 (45:22):
Well, and it's a way to self hold yourself
accountable, because again wehave to look in the mirror at
the end of the day and go did wego all in or could we have done
a little more, or did we suck?
And unfortunately, you know,we're not in a position to where
we're in an office, wherethere's a manager sitting over
you going Diana, your productionwas low today.
(45:43):
What's your problem?
We have to do that ourselves assalespeople, entrepreneurs,
business owners, and wesometimes lie to ourselves
ourselves, you know, and andsometimes we have to tell
ourself the truth, like, hey, Iwas a little light on the calls
today, but tomorrow I'm gonnamake up for that yeah, well, to
me it's like really for this, ifI look at it and I go okay,
(46:08):
sure, if I only made, if I wasonly able to make five calls
today, did I get one undercontract?
Speaker 2 (46:12):
right, right, like, that's, like that I feel like is
justifiable.
When it's hey, I didn't getanything under contract and I
didn't set any appointments andI didn't do anything and I only
made five calls, like what theheck am I doing?
Yeah, like, okay, like I'mlooking back at it, like all
right, like.
Speaker 1 (46:29):
Well, again, these are the things that we do as
salespeople, and I know for ouraudience that, whether you're a
brand new agent or an agentthat's been out there a while
and you really haven't got thisthing figured out, these are
some life lessons here Diana'sliving, breathing proof that it
(46:58):
takes focus.
You have to be goal orientedand you have to hold yourself
accountable, and I want to thankyou for coming out.
This is the first ever podcast.
Like the balloon should dropout of the sky.
Maybe, that'll be on thehundredth one.
I'll have you come back on the100th one, but again, Diana, I
want to thank you for being ontoday's show.
Thank you so much.
Thank you.
(47:18):
And for those out there thatare going hey, what's this
planner all about?
Shoot me a DM with the wordplanner and maybe I'll do
something special for you.
I'm working out on a promotionright now where all you have to
do is just pay shipping costs.
I'll send you the planner forfree, but shoot it in the DM or
(47:40):
comment below planner and I'llreach back out to you and, as
always, make it a great day.
This is the Sales PlaybookPodcast.
I'm Dave Panazzo.
We're going to talk about sales.
Sales is something that is verynear and dear to me.
I got into sales in 1993.
(48:02):
And since then I have learnedso much over the years, and
sales is something that is aunique, unique trade that a lot
of people don't know about.
Sales is all ages.
As long as you can walk andtalk, you can always do sales.
Whether you're young, whetheryou're old, it doesn't matter,
(48:23):
Even if you're just starting out.
Sales is something that makesthe world go around.
There is no ceiling on how muchmoney you can make in sales and
I want to unlock that on thispodcast.
So stay tuned.
Popular Podcasts
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Special Summer Offer: Exclusively on Apple Podcasts, try our Dateline Premium subscription completely free for one month! With Dateline Premium, you get every episode ad-free plus exclusive bonus content.
The Breakfast Club
The World's Most Dangerous Morning Show, The Breakfast Club, With DJ Envy, Jess Hilarious, And Charlamagne Tha God!
Crime Junkie
Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies! Crime Junkie is presented by audiochuck Media Company.